Client Success - symbol

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Symbol’s (now Motorola Mobility, Inc.) portfolio includes converged mobile devices such as smartphones and tablets; wireless accessories; end-to-end video and data delivery; and management solutions, including set-tops and data-access devices.


Business Issues

  • Grow revenue
  • Impact margin

Challenges

  • Move from IT-centric product sales to business partner to line of business
  • 70% of revenues generated through partners
  • Value alignment across entire organization

Visualize Solution

  • Trained sales, marketing, and management in ValueSelling
  • Supported quarterly business review and briefings
  • Supported kick-off meetings; reviewed content and provided templates
  • Extended process to partnering ecosystem
  • Integrated process within company’s CRM tool

Impact

  • 200% increase in deal size within four quarters
  • 270% increase in deal size within seven quarters
  • Consultative selling positively impacted average length of sales cycles
  • Process extended through Home & Networking Division resulting in Six Sigma Yellow Belt attainment

Symbol had developed a heavy reliance on its channel organization and needed to impact direct sales in addition to maintaining partner success. Visualize not only rolled out ValueSelling to the sales organization, it also worked alongside Sales to reinforce what was learned. Reinforcement included supporting sales meetings, briefings and working with the partnering ecosystem. Symbol then took the process even further, rolling ValueSelling out through another division that resulted in Six Sigma recognition.

Contact

Email: info@visualize.com

Phone: +1-248-593-5455 or
+1-888-88-GOALS (46257)

Mail: Visualize Headquarters,
452 Bonnie Briar, Suite 100,
Birmingham, MI 48009

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